Business Development Manager I

Role details

As the largest pureplay adhesives company in the world, H.B. Fuller’s (NYSE: FUL) innovative, functional coatings, adhesives and sealants enhance the quality, safety and performance of products people use every day. Founded in 1887, with 2024 revenue of $3.6 billion, our mission to Connect What Matters is brought to life by more than 7,500 global team members who collaborate with customers across more than 30 market segments in over 140 countries to develop highly specified solutions that enable customers to bring world-changing innovations to their end markets. Learn more at www.hbfuller.com.

Position Overview

H.B. Fuller is seeking a Business Development Manager I to drive growth within the Recreational Vehicle (RV) market by developing new business opportunities and expanding relationships with large national accounts. The successful candidate will be responsible for prospecting, relationship management, solution selling, and developing custom adhesive opportunities, with an expected revenue growth target of $10M over five years. This role requires up to 50% travel.

Primary Responsibilities

• Identify, develop, and secure new business opportunities within targeted national RV accounts.
• Dedicate significant time to proactive prospecting and lead generation activities, focusing on new strategic account acquisition.
• Develop and execute account growth strategies within a portfolio generating approximately $5M to $15M in annual revenue.
• Collaborate with internal teams including R&D, Technical Service, Operations, and Customer Service to develop customer-focused adhesive solutions.
• Build strong relationships with procurement, technical, engineering, and production stakeholders.
• Conduct market research and analyze industry trends, competitive activity, and customer needs to identify growth opportunities.
• Utilize active listening and consultative selling techniques to understand customer challenges and propose value-added solutions.
• Lead pricing discussions and negotiations with procurement professionals to achieve mutually beneficial outcomes.
• Present technical and commercial solutions to customers and internal stakeholders.
• Maintain accurate sales activity, pipeline management, and forecasting through Salesforce.com and other sales tools.
• Develop a strong understanding of customer operations, supply chains, and business strategies to strengthen partnerships.
• Support H.B. Fuller’s innovation initiatives by identifying opportunities for new technologies and product applications.
• Manage territory activities and travel regularly to customer locations throughout the assigned region.

Minimum Requirements

• Bachelor’s degree or equivalent experience.
• Minimum of 7 years of business development experience in a relevant manufacturing, industrial, adhesives, chemicals, or related industry.
• Demonstrated success in generating and closing new business opportunities.
• Strong consultative selling, negotiation, and relationship-building skills.
• Experience managing strategic or national accounts.
• Ability to analyze market trends and develop growth strategies.
• Proficiency with CRM systems and sales pipeline management.
• Valid driver’s license.
• Ability and willingness to travel up to 50%.
• Ability to lift and carry up to 50 pounds.

Preferred Requirements

• Bachelor’s degree in Technical/Mechanical Engineering, Chemistry, Marketing, or a related field.
• Experience selling adhesives, chemicals, manufacturing solutions, or other technical products.
• Experience working with large national accounts and decentralized purchasing organizations.
• Background supporting customers in the RV, transportation, manufacturing, or building products industries.
• Strong presentation skills with the ability to communicate complex technical concepts to diverse audiences.
• Experience collaborating with cross-functional teams including R&D, Product Development, and Operations.
• Knowledge of supply chain operations and value-based selling methodologies.

Pay is based on several factors including but not limited to education, work experience, certifications, and geographic location.

The salary for this role is $105,000 - $140,000.

In addition to your salary, H.B. Fuller offers employees a competitive total rewards package including comprehensive benefits, incentive and recognitions programs, health & wellness benefits, 401K contributions, paid time off and paid holidays. Eligibility may vary.

*H.B. Fuller is an Equal Employment Opportunity employer and proud to have created a collaborative culture where employees around the world are seen, heard, and respected. All qualified applicants will receive consideration for employment without regard to race, color, age, religion, sex, sexual orientation, gender identity or expression, national origin, disability, or marital status or status as a protected veteran, or any other legally protected classification.* *H.B. Fuller does not accept unsolicited resumes from recruiters, employment agencies, or staffing firms. To conduct business with H.B.

Fuller, a written service agreement must be executed by Human Resources prior to submitting any information relating to a potential candidate. Without a signed service agreement, H.B. Fuller shall not be obligated for payment of any fee or compensation.*